A(n) ________ resistance to change clouds the link between the change and the reaction to it and may surface weeks, months, or even years later

Terrance has noticed that many of his customers become very frustrated with him when he attempts to use needs assessment, problem solving, or relationship building techniques. These customers typically know what product will meet their needs

What should Terrance most likely do when faced with such customers? A) Highlight product benefits more than product features. B) Ask the customer questions to identify unspoken wants. C) Focus on the purchase stage of the buying process. D) Spend more time building rapport with the customer. E) Rework the presentation script to focus more on emotion.

The risk is highest in the earliest phase of the project life cycle

Indicate whether the statement is true or false